100th Episode Special: Rapid-Fire Sales, Scale, AI (LIVE from Mallorca, Spain)

Your most asked Sales, Scaling and AI questions answered in our 100th episode special!

In this special edition, we go rapid-fire on the most common (and critical) questions we’ve been asked over the years about sales, lead generation, operations, team building, and AI.

If you’re a founder, sales leader, BDR, or just someone scaling a business in 2025, this one’s packed with insights from the front lines of high-growth leadership. You’ll walk away with practical answers you can apply today, and a behind-the-scenes look at some personal aspects of Tim & Cindy

Keypoints & Chapter Markers:

00:00 – Introduction

03:00 – How AI Is Changing Sales in 2025

11:00 – Cold Outreach vs Referrals: What Actually Works

17:45 – Secrets to Building Remote Team Culture

26:30 – Rebuilding Ops from Scratch with AI

Whether you’ve been with us from the beginning or just found us — we’re so grateful. Your messages, reviews, and questions fuel everything we do. This podcast is for YOU. Here’s to 100 more!

Download The Free Outbound Sales Playbook:

• Master cold outreach, close more deals & drive revenue to your business using The Outbound Sales Playbook. Battle-tested on over 1,000+ businesses and proven with over 100M data-points, this Free E-book will give you the tools you need for predictability and scalability in your marketing and sales efforts. Disclaimer: Only download if you want more customers!

Join The Takeover Community:

• Sign up for The Takeover newsletter and get the latest marketing tips, sales strategies, and business insights delivered straight to your inbox. Join a community of entrepreneurs & high-performers dominating all areas of Sales & Marketing. Sign up for the newsletter.

About The Hosts:

• Tim & Cindy Dodd are the Co-founders of PEMA.io, based out of Miami, FL. Connect with Tim and Cindy: Instagram

About PEMA.io:

• PEMA.io is a Inc 5000 Outbound Marketing Agency specializing in Enterprise Sales & Appointment Setting. With over 7-years and 1,000+ clients served in the industry, PEMA is the leading agency for cold outreach appointments & systems. Learn more about PEMA.io here: www.pema.io/discover

Chapters

• 0:00 Introduction
• 3:00 How AI Is Changing Sales in 2025
• 11:00 Cold Outreach vs Referrals: What Actually Works
• 17:45 Secrets to Building Remote Team Culture
• 26:30 Rebuilding Ops from Scratch with AI

Transcript

00:11
The secret to consistent leads every week is never turning off your lead generation.

00:28
even when you are at capacity or you have more leads and more clients and you can handle. I mean, if you're building or rebuilding something in 2025, AI has to be or should be the foundation. It shouldn't even be a second thought that has to take priority just with how fast things are moving and how rapidly people are adopting AI. If your business is not, you're going to be left behind. Welcome to The Takeover with Tim and Cindy, where we show you how to dominate every area of life and business. Let's get with you.

00:59
Welcome back to the takeover with Tim and Cindy. We are actually coming to you live from Mallorca, Spain. And it's not just a special episode because we are in a different country. It's actually a special episode because we are celebrating 100 episodes of the Takeover Podcast. That's crazy. That's crazy to think 100.

01:21
It's been quite a fun journey.  today what we wanted to do is rapid fire questions because since we launched the podcast and  just running business together, we have  common questions that we hear  over and over again. And so today we're going to go through a rapid fire of the most common questions  that we get in scaling, in selling, in running operations.  And we wanted to bring just our answers to those questions to you. Yes, I'm excited about this one. These are going to be rapid fire as mentioned.

01:49
I'm going to ask the question Tim is going to answer and then we'll do vice versa. I also want to say if you've been rocking with us since the beginning of the Takeover podcast when we launched in what? 2023, 2024? I don't know. don't know. It's all blur. It's a blur. 100 episodes. So we've been at this for a while. We haven't missed a week. If you've been

02:08
working with us or rocking with us since the beginning. We just want to say thank you. You all are amazing. The support, the consistency, it's just been phenomenal. So we're so excited about this episode and we wanted to extend a huge thank you to  all our loyal listeners. Yeah. And make sure any questions you have, any comments you have, reach out on our socials, know,  connect with us, chat with us, because this is, we're literally answering questions that we're getting coming in. so,  because the more questions that you send us, the more we're going to do.

02:35
rapid fires like this to make sure that you're getting all the info that we can give you. Let's get into it. I love it. So we'll keep these short and sweet answers. Tim, are you ready?  Let's go.  All right.  Question number one. How does AI actually help in sales, not just the hype?  Well, there's a lot to unfold there. I'm going to keep it simple because there's AI in lead generation. There's AI in  sales automation when we're thinking about

03:01
you warming up a prospect. Because it used to be that if I  have somebody that would book a call with our team,  if I got myself's team to start engaging with them  via text and having a  manual conversation with them,  those calls would be so warm.  But now you can create an agent that  recreates that personal touch. So somebody books a call,  you have your agent send out, hey, this is Tim over at Pima,  excited for a call. What are you most looking forward to? And you can kind of create a personal interaction

03:30
before that call. you have that. Then you actually have what's happening on the sales calls where  everything is being recorded by a really good note taker, giving rapid feedback on your sales calls.  You can even program  these AIs to let you know what's your talk time. If you're talking too much, it's going to tell you.  And there's so much to unpack there. But I just think overall in sales,  if you're not using AI in sales, you're going to get destroyed because AIs, there's so many tools out there. I would just say overall.

03:59
AI is an incredible tool to have in sales  and it  just makes your day so efficient. I all the  admin that goes into sales  can literally  be just managed by an AI or setting up some agents really simply. What's the number one thing founders get wrong about sales? The number one thing that I'll say is the difference between  the companies that are really,  really big and scaling really fast and people that stay small is

04:26
that small companies, the founder tries to get out of the sales role too fast. Now you definitely, if you look at the most fastest growing companies out there, they have  big aggressive sales teams. There's just nothing,  nothing beats just a massively big, powerful, aggressive sales team.  But I think the biggest mistake that founders make  all the time that keep them small is they think they're above sell. They think that

04:53
No, I should I'm graduating and  I'm I'm that this person. I'm the product person. I'm a comma client  engagement person  and I'm gonna hire a salesperson  but the most successful clients that we've and we've worked with over a thousand clients and we're constantly networking and connecting and  with different people that are millionaires billionaires  Leaders of their industries and I'll tell you right now the leaders of the industries They're still willing to be on the sales calls. They're still willing  to be in the room when the deals are being made. I mean

05:23
So I'd say that's the biggest thing is people try to remove themselves from the most important part of your business  way too fast while the best founders out there, they are in the rooms  doing the deals and they're leading  from the front.  So when they do have a sales team, the sales team actually respects the heck out of them because  they're out there closing deals better than the sales team is. Question number three, do you think sales scripts still work? Do sales scripts still work? I mean, they work as well as they do in Hollywood.

05:53
Actors, right? Right? Yeah, let me think you think about Hollywood your favorite movies are like their scripts. They're scripted  but also  So are terrible movies terrible movies are scripted, you know And if you really think about it improv  isn't scripted and it's you know, you might enjoy improv, but it's kind of it's not great Improv is not great. It might be fun or quirky,  but it's not great. And so when you really think about cells  do scripts work  absolutely  but the

06:21
Difference between like thinking Hollywood good actors and bad actors  is those who really obsess over mastering their lines  and Mastering than the emotion of their lines the tonality of their lines Just be making their lines feel so real and so authentic  and the same can be said and so like think how much more money the best of the best  Actors make because they mastered doing the lines doing the emotion

06:47
having the tonality dialed in, they make just a crazy amount of money compared to people who, yes,  they do scripts,  they practice their lines, they show up to the shoots, but they're working as servers at Applebee's trying to become known. So I would say that in cells, the difference between great cells people  and mediocre cells people isn't as much the script, as much as it is  who's mastering the script, like who's dialing  that script in so well that when they're on the call.

07:14
It just, you just felt sound like the most confident,  certain and authentic person that there is just, just like you would a great movie. Question four,  I'm in a crowded space with lots of competition. How do I make my pitch stand out? The simplest way to put it  is number one, I want to understand what my competition is offering.  And then on the call, I want to actually get the prospect to tell me  what's different about  my pitch and my offer,  because I think the biggest mistake

07:43
that you're ever going to make is trying to persuade somebody  how your offer and your pitch and your service is different. When if I've done my work and I understand what my competition's pitching, I understand what this prospects tried before. I've gotten them to tell me,  you know, the different things that they're trying, they're considering.  Then when I'm going through my pitch, I can ask the prospect simply, how do you see this as different than what you tried before?  So for instance, if I have somebody that's  tried  LinkedIn before.

08:11
and I asked them on the discovery call, I'm like, okay, well tell me what happened there. How many outreach messages were you sending? Did the company you work with specialize in getting meetings for agencies or whatever? And they go, no, they didn't, no, they didn't. We were sending out like, you know, they were using my account in five of my sales teams accounts. And then I'll store that information and when I go through, I could simply set it up with, well, hey, you you mentioned before that the company that you,

08:40
worked with didn't really specialize in agencies  and they were only using your five accounts.  So the reason why  that probably didn't work is because  the audience you're going after is getting bombarded with a thousand pitches every week  and it's a very hard market to cut into.  Now we've reached out to agencies, that's our specialty is we are the marketing agency that marketing agencies hire.  So we've

09:05
done 10 million reach outs over this last quarter alone. And so we actually know, we're actually getting meetings with the clients that you want right now. We know how to cut through that noise and we know how to differentiate you from what all the other social media companies are selling. Now, if you had access to that information and you had a team that was already doing that, how do you think that would have been different than what you tried before? know, something along those lines. So that's how I would do it. Simply put is,

09:33
kind of show them a little bit of how it's different than what they tried before, almost explaining why they failed,  and then ask them,  how do you see this as being different, or how do you think this would have helped you with your previous try?  And that really allows you to kind of look different than the thing that they tried before, but the similar technique can be used for other  competition that they're talking to as well. What's your take on Outbound in 2025?  So I would say two things, is that number one,  all of these platforms, Google, Yahoo, Outlook, they're all trying to block

10:03
the messages that people are pitching. So you have to be really good at the technology  and scalability on LinkedIn, on email, on calling to actually get through those filters, number one, or get through the limits, number one. And then number two is because there is so much noise happening on every single platform, not just in outbound,  it's really, really hard and difficult to get attention  right now. So to be able to cut through the noise, you number one have to be able to get into the inbox  at scale, like actually get your message in front of the person, which is

10:33
way harder now than it ever was before,  despite there being way more tools than there ever was before.  And number two, because it's so busy and so noisy more than it's ever been before, is you have to be incredibly good at having  some reason to stop that prospect in their tracks  and say, yeah, I want to talk to a salesperson.  Okay, question number six. What's the difference between selling outbound, inbound, and referrals? Well, I mean, I cut my teeth selling outbound, selling cold.

11:00
And that's how it got started in really sales and marketing. I've been doing outbound for over a decade.  And so I got really good at closing on cold. And so  once you can close on cold, you can close anything in inbound,  a referral, they close like crazy. The problem is if you are growing from inbound  or from referrals,  then you go to cold outreach. It's incredibly hard  to close  because

11:29
The difference is that you don't have the pre-built trust with cold outreach.  Now, let me ask the audience a question and I'll ask you the question, Cindy, is  if you're a busy entrepreneur and you got a lot going on and you have a salesperson reach out to you and say, hey, can I talk to you for an hour to sell you something?  How fun does that sound to you? It does not sound fun at all.  So if I'm reaching out to you cold  and I can get you to do a sales call with me,

11:57
Spending one hour with the salesperson you've never met before to try to sell you something  that means that there is a really  big interest there. No matter if they're going to sales block and act like there's not an interest, there's not a need,  there is a big interest there. So cold, thing about that is if you're getting the right decision makers,  you've got somebody who's actually probably pretty interested and has a pretty strong need,  even if they don't say it because they're trying to guard themselves from a salesperson.

12:23
But because of that, because it's cold, you do have to get really good at building trust,  at building authority, and there's a couple extra processes you have to have in your sales process  to get the deal. But if you have those pieces in place, your close rates can be about the same  as warm referrals and in-bounds can be.  Last question.  What's one sales mistake you made that cost you? I'm going to answer it kind of different because I love that question, but I'm going to answer it like this.

12:51
I think people are too scared to make sales mistakes that they don't try new things, that they don't try new techniques, that they're not willing to push it to the limit, that they're not willing to get uncomfortable.  And by far the way I've gotten the best at sales  faster than like most people is that I'm willing to  completely bomb a sales call because I'm trying something new. I'm willing to look like a complete idiot in a room of five people that I'm pitching to. I'm the one guy selling in a room of five decision makers and I'm willing to look like an idiot.

13:20
because I'm trying something new  and then go back and learn from that mistake I made and dial something in faster. So  you get me on  a new pitch and I've got maybe 20 pitches that I'm doing by,  I might look really dumb at those first 10 or 15 pitches, but by 20 pitch 20 on a new pitch or new offer,  I can absolutely dominate and crush it because I'm willing to look stupid. And I would say  that's the biggest thing  is people aren't willing to look dumb and look like, because it's tough and sell. Like when you're trying to sell,

13:50
It's a full contact sport  and it's really, really, really, really easy to look dumb. But if you're not willing to look stupid by just trying it, by getting uncomfortable, by pushing, by doing techniques that don't feel comfortable, you're never gonna win big. And any salesperson is gonna tell you that by far. It's like the Michael Jordan, right? I've been able to win more than anybody else because I've been willing to fail more than anybody else.  Let's go. Seven rapid fire questions all about sales, closing AI  and scaling.

14:20
That was so good, Tim. You ready to pause it over? I am really excited because I'm going to tell you just one thing about Cindy is when I first met Cindy, the thing that attracted me to her was every single word that comes out of this woman's mouth is with precision. And literally people that are when we go studios, we go to podcasts, they say Cindy sounds like she's already edited. Like they've already done the post editing. They've already took the ums and the ahs and all that stuff out. Minimal words. So just she.

14:48
Everywhere that comes out of her mouth is very thoughtful. So I think everybody listening right now make sure you're paying attention I would even grab some notepads and and even come back to this section because you're gonna get a ton of value. So let's No Okay, this way to be good. Oh, it's gonna be my brain is moving. Let's go. All right, you know, it's just gonna be one take people I put on this spot. So you can't can't can't edit this we can't do anything. All right number one

15:16
What's the biggest mistake founders make when trying to outsource their Legion? I like this question. I think the biggest mistake founders or companies make when outsourcing Legion is lack of accountability and lack of working with the Legion partner to get the best outcome. I think people will abdicate, meaning they will give the Legion partner, hey, because I'm paying you five, 10, $20,000 a month, I expect X results, and that's completely fine.

15:46
But the areas that you're gonna get the best outcome from a Legion partner is when you are working with them as if they are an extension or part of your team  to produce the best outcome. So what does that look like, right? It's actually being involved in the process,  understanding what the Legion partner is doing, whether it's with ads or with outbound. It's going through the copy to make sure that it's resonating.  It's actually going back and leaving feedback when you get on calls and you're getting leads your way.

16:12
Are you closing the loop and providing feedback to your Legion partner so that they can better refine the lead quality?  I think far too often people will hire a Legion agency or hire a partner  and they will abdicate. say, hey, you guys do it. It's your responsibility. Send me perfect leads my way.  And we all know there's no such thing as a perfect lead. The process to get to perfect leads, it's a process, right? It takes refinement. It takes  going through a few calls before you get to the ideal outcome that you're looking for.

16:40
So I think people have expectations around lead-june agencies without the accountability  and without doing the work  to produce the best outcome in terms of perfect quote unquote leads.  Man, you and I have been on that side and we've seen the clients they get big success. They follow that path every time.  Love it.  Number two, what's the secret? Oh, I like that word secret. What's the secret to consistent leads  every week?  Hey there friend.

17:07
If you're enjoying the podcast so far, make sure that you are subscribed so you never miss an episode.  Subscribe and follow The Takeover with Tim and Cindy wherever you are listening.  New episodes are released every week.

17:23
secret to consistent leads every week,  I will say this kind of goes back to a mistake that people make is  when  leads are coming in and things are great and the referrals are coming and there's  a lot of flow in terms of sales and revenue and leads,  people will sometimes turn off lead generation  because they think they have an overabundance. Hey, I'm at capacity with clients. I have more revenue than I can handle.  And  so what they do is they turn off lead generation,  right?  And then what happens is after three, four, five months,

17:53
the leads start to dry up and the clients start to dry up, right? So the secret to consistent leads every week is never turning off your lead generation, even when you are at capacity or you have more leads and more clients and you can handle. What you can do is you can actually turn down maybe the volume of leads. You could up the number of qualifiers that you put in place, right? To get say a certain number of booked calls on your calendar. Maybe you have 50 leads that come in every week, but your team can only handle.

18:22
or have spots for five slots. So you can put in qualifiers in place so you get the best five leads out of those 50 that are coming through. I think just the biggest mistake is turning on and off lead generation. And the secret, the key to having consistent lead gen is to never turn off your lead generation. And no matter how good you think your sales and your leads are going right now. Spoken from the woman that is overseen and managed and has the data from over 10,000 campaigns and 150 million reach outs.

18:52
really good advice. Now let's move into number three. What's one non-negotiable when building team culture remotely? For me, a non-negotiable is daily team meetings. And people might say, okay, Cindy, but people don't have time. Do we really have to show up every day, Monday to Friday for a team meeting? And the answer is if you want to build amazing remote team culture, yes. Does it have to be a one hour boring meeting every single day? Absolutely not.

19:20
The only way that you really build culture remotely is through your meetings. So thinking about your team meetings  or your team culture. You have an opportunity to build incredible culture just through  the sheer volume and the quality of meetings that you're having.  So a non-negotiable for us internally at Pima is a daily  all hands, all team meeting.  We call it morning momentum. And essentially we're on Zoom, say 10, 15 minutes,  Monday to Friday,  and we start the day off with wins.

19:50
Sharing client wins, team wins, what's going amazing, personally, professionally.  And just starting the day off with that positive energy and momentum, not only does it create amazing team culture, but it actually helps people feel connected to the other people on the team. So this may look like a daily all-hands meeting for you all, 10, 15 minutes.  As the leader, make sure you are bringing the energy,  but it also could look like various other meetings that you have throughout the week.  But just always remember,  your culture.

20:19
when you are working remote is your team meetings.  Wow,  I told you guys,  just absolute wisdom dropping from your mouth and it's so true. Everything you just said there is so true and you know,  you and I have experienced this firsthand how powerful really good team meetings can  really set for culture.  number four, what's the first trait you look for when hiring a BDR or  let's call it business development rep or appointment setter?  Great question. I would say the biggest thing I look for is

20:48
persistence and I look for it in  just a really easy way where we screen candidates upfront.  And we've given this key before, but take notes if you haven't heard it just yet.  But essentially I will screen for I'll ask an appointment set or BDR,  okay, we sent out this pitch message  and the person responded, no,  what do you do? What do you say?  And  I can very easily tell if somebody has that persistence and the willingness to or the ability to get to the yes. We all know that no is a knee jerk reaction.

21:18
And people might see your message and say no automatically, the same way that we're used to going in the store and a rep comes up to us and we say, no, no, thanks, we're good, I'm just looking.  It's the same way that people are in outbound, like appointment setting or  when you're doing business development.  So what I'm looking for in a BDR, an appointment center is,  are they persistent to get to the yes?  So do they tell me in that interview question  that I will provide some more information to the lead, right? Or I'll try convert that no into a yes?

21:46
Or do they say something like, okay, I'll follow up with you in a few months, all the best? Which shows me that they're taking that no as the final answer and the absolute, and they don't have that persistence or they don't know how to get to the yes.  So I think that  one trade or quality can make or break  how successful a BDR on appointments that it really is. Fire, yes, same thing in sales. Now, number five, how do you maintain quality control at scale?  How you maintain quality control at scale is really simply,

22:15
Tracking KPIs. KPIs are simply key performance indicators. So think of this as three to five metrics that you are tracking on what success looks like in that role. So for an appointment setter, it might look like a certain number of booked meetings a month, a certain percentage of clients that are hitting their goals. It can look vastly different for every role, but maintaining quality control at scale, I believe, starts at that foundation.

22:43
of having very clear numbers defined for every role.  What does success look like for an appointment setter all the way up to a chief financial officer, right? And if you don't know those numbers upfront, it's very hard to scale because you can't maintain quality and you can't actually hold people accountable to doing really good work and hitting their goals.  So when you are scaling, having KPIs clearly defined, but also making sure that you as the leader are reviewing those KPIs with your team.

23:12
and making sure that your team knows what success looks like in their roles. And if you haven't heard that old saying is what gets measured gets managed, right? And if you can't measure it through numbers, then you can't manage it. let's just be real, your employees don't know what it actually looks like to win. Yes. And winners like to win. So if you want to attract winners, you've got to show what it looks like to win. And KPIs are really good to attract high quality employees for sure. Now,

23:39
Number six, and I'm excited to hear your answer on this, is what's  one daily habit that helps you stay ahead  as a leader? So I'll say what this looks like  now and probably what it's looked like over the last two to three years. And that is my morning flow block. So this is my non-negotiable  three to four hours of hyper-focused work.  Why it helps me stay ahead as a leader is  I personally  like to show up at the beginning of the day, already have gone through

24:08
all my tasks,  been ahead of the game in terms of what the team is waiting on for me, what needs approval, setting vision and strategy.  As a leader, I believe that you have to be two to three steps ahead.  And  that morning flow block for me where I'm locked in, I can get high priority tasks done  and make sure that the team is moving forward  is that  time where I can really stay ahead of the team as a leader,  right? If you are a leader that is waiting for direction from the team, or you are two or three steps behind because you have so much work on your plate,

24:38
You are not the leader that's driving  success and vision and strategy forward for your team.  And I don't believe that that's a very successful leader.  So that one daily habit for me is my non-negotiable morning flow blocks.  It's that time to just stay ahead of tasks and make sure that  I'm two to three steps ahead. So when my team shows up on Monday morning at nine or 10 a.m.,  they are like, hey, my leader's already been in here. She's been working and.

25:02
We know exactly what we're doing this week. It's kind of like the same thing the founder led sells, right? Exactly. the founders, I don't want to do sells, then like it's going to be hard to motivate the team. the team seeing you being willing to do whatever it takes to win. Absolutely. I love that. Well, this last question is we've had different variances of the question on this because there's so much shifting in the industry. There's so many new business starting. There's people restructuring their companies.

25:28
There's a lot going on here. So really listening to this, the answer on this last one, because if you're not going through any kind of rebuilds,  you will. And if you're not and you're not planning on it, there should be some kind of restructuring thinking about happening  in your business because how fast technology is changing. And that is  if you had to rebuild  your ops, the whole ops team from scratch,  what's step  one? I like this question. This is going to be maybe controversial, maybe not, but.

25:56
just where we are today with where AI is,  I, step one, would determine how can I deploy AI agents for every single role and then have extremely smart people to manage the agents.  So I would build the foundation of my operations around AI.

26:13
Right, making sure that we can be the most efficient, the most scalable, then have this really, really smart people managing, which we do have on our team right now, exceptional individuals who are extremely smart and can manage AI agents and, you know, build AI processes and systems. But that would be step one. I mean, if you're building or rebuilding something in 2025, AI has to be or should be the foundation. It shouldn't even be a second thought that has to take priority.

26:39
just with how fast things are moving and how rapidly people are adopting AI. If your business is not, you're gonna be left behind. So that would be my step one. I'd map out how can I deploy AI agents or AI processes,  AI technology, AI tools  into every part, into every part of the business,  from operations to finance to tech,  et cetera, et cetera. And then from there, I would look at how can I then bring on just the most intelligent people to manage. I love that, because I know at the time of this recording, Microsoft,

27:08
is talking about building up their structures so that they actually have people that are running  teams of agents  versus teams of people. Yeah, and then just looking at what we've done over the last few years with our systems, software, internal processes,  we've adopted AI agents so much. And if I had to rebuild, like  that's where I would start. These final questions are going to be just fun ones. They're going be a little bit more personal because I know people are always asking us about how do you run a company? What does your actual life look like  outside of running the company?  And so let's jump into these and

27:38
Go from there.  Okay, so here's some fun personal wrap-ify questions. Tim, what's your standard go-to drink? What's your coffee order? Coffee order is man, depending on the time in my life, I'll be so specific. if I get a cold, I still like coffee  and a cappuccino,  but I don't want to do milk. So I'll do an oat milk because you know, there's no milk in there or whatever. Yeah, there you go.  But when I'm not sick, I like to do a skim milk cappuccino because it's got the protein. know, I do 200 grams of protein, keep my calories low.

28:07
And then there was a while there where I would just straight up drink espresso and it had to be the strongest blend with no sugar in it. I've gone through different seasons, but I would say right now my go-to is a large skim milk cappuccino. Make fun of me if you want, it... At least it's not those really long Starbucks orders with the lattes and the macchiatos and all that good stuff. I mean, it just comes down to if you're trying to do 2000 calories a day or less.

28:35
and in 200 grams of protein, gotta be very specific about everything you do. Okay, mine is very simply a cappuccino with oat milk and stevia. I have one stevia in mine and that's my go-to coffee order. What's interesting is we've been in Madrid and Mallorca the last few days and I've been loving the espresso. So that might be my new go-to, but we'll see. They do whatever. But let me just say something Cindy, the coffee beans have to be really good. That's true.

29:02
She's like,  she doesn't. I'm bit bougie in that sense.  She likes good coffee  and she's very particular about it.  She will walk extra extra extra extra miles for good coffee over just regular coffee. That's true.  Okay,  you probably can answer this one Tim. Most random place you've ever taken a sales call.  I don't know if it's random as much as you just kind of do what you got to do. Like if you're traveling. Tell us a few places you've taken sales calls.

29:31
I I used to hate being in a hotel room taking sales calls because I didn't like staying in hotel rooms  until there was a trip we took to Vegas. It was years ago. was like the year that we really scaled  and  helped us hit the 5,000 list. And we were just  closing so many deals. And we were in Vegas because you got invited to speak at a conference. And  I was taking sales calls from the room. And was just like I was closing one after the other, after the other, after the other. And then  you and I went out to dinner that night. And I was like, this is awesome.

30:01
Closing from the hotel room. a bunch of deals  in the hotel room and so I don't know if it's like weird or anything. It's just pretty straightforward. But think what I just random places to close from is just  me getting out of the box of I don't have to close from my office. I could close from like literally anywhere and that was the one that stuck out to me the most and it was that was just an awesome awesome trip. That's awesome.  All right. I'm going to ask something really personal about you Cindy. Let's see.  This is your what is your biggest  guilty pleasure?

30:31
during a busy, hectic,  overwhelming week?  Okay,  I  love movies.  So I will get on the couch and  watch  a movie. Romcom particularly is my favorite.  But I think about the end of a stressful week,  my favorite thing to do is on a Friday night, get like  something really good to eat and just watch  Netflix or watch a movie because we don't do that during the week. So  it's a weird guilty pleasure, but it's my favorite. It's just watching movies.

31:01
and getting takeout  and I actually prefer it than going out. This is true and you and I  are the same way in that we love going out, we love doing adventures  but there's nothing like a Friday night with some wine. Some ubeats.  Let's go.  Are  we getting paid to promote? Not paid promotion.  Okay, last question.  Biggest pinch me moment in business so far. Wow, I think I've had a lot of those  at different times. Like you can think of

31:28
different times in my entrepreneurial journey. And I've had pinch me moments where I think the first time when I like really scaled the webinar and I was like making, I was making like a bunch of money every week on autopilot. And I was like, I'm one of those guys. finally made it. So that was kind of a pinch me and we can add some growing up to do from there. Obviously I think another pinch me moment is I'll give an example of when we went to Necker Island. That was really cool because it was like, oh.

31:55
know, we're around millionaires, billionaires, like we're hanging out with people that exited their companies for $500 million, $600 million, and just realizing like, whoa, not only do these people really like us and they really like hanging out with us, we're like the same kind of people. Like they're just a few years ahead of us. And so I think that was just a real pinching me moment of like, oh, this is where we're supposed to be. This is where it's comfortable for us. And this is where we're going. And other people that are already there.

32:22
to the hundreds of millions of dollars, to the billions of dollars,  see that in us and they want to be around us too. that was, think, don't know, pinch me when it's the right thing as much as  just a really powerful moment for me. So good. What about for you? Necker Island is top of that list for me. Just the most incredible  experience. The people to just being in the room with Richard Branson. mean, like having conversation with somebody that you just, I feel like so far removed, you know, like  he's...

32:49
just built and scaled multiple companies. He's just like living his best life. That was just, that was incredible. I NECK Island is, I think will always be top of that list. But I think another one was hitting the ING 5000 list. You know, we went from in 2020 negative, like being ground zero, we call it in the grave, to just hitting that list. That was a really big pinch me moment, I think not just for me, but for our entire team on like how far we've actually come as a company. And also just setting the trajectory for where we're heading.

33:19
So Cindy and I, before this episode, before we just recorded this episode, we were just sitting down, we were planning out our week, and I said, I'm really looking forward to this 100th episode. I this is gonna be so fun. And this actually had more fun than I was expecting, and I was expecting to have a lot of fun. So this was awesome just to go through this with you. This was amazing. Definitely had so much fun. It was such an incredible episode. And right now, we're overlooking the most incredible sunset. So I'm taking this as like a pinch me moment on recording a podcast in Mallorca, Spain. It's absolutely incredible.

33:48
I want to give a huge shout out again to all our loyal listeners who have been rocking with us from day one. And if you've joined along the journey, we still have so much more to share and to offer. So make sure that you are subscribed wherever you are listening to the show, send us a message, send us a DM, let us know what you're enjoying about the podcast and specifically send us your questions. What questions do you have around sales, lead generation, marketing, scaling your business in 2025 and beyond connect with us on all social platforms.

34:19
Mine is at the Cindy Dodd and Tim at TimisSocial. At TimisSocial. Connect with us on LinkedIn, Instagram and all those good things. Wishing you all an amazing rest of your week. Remember domination is not a destination. It's a way of life. of life. Stay winning.